jumpcloud - Senior Manager, Direct Sales - United States
Requirements
• Proven track record of managing and leading quota-carrying B2B SaaS direct sales teams to consistent target achievement. • Demonstrated success in designing and executing outbound hunting motions, pipeline generation playbooks, and territory build-outs. • Mastery of structured sales qualification frameworks (MEDDPICC) and conversational intelligence deal inspection. • Proven leadership in sales coaching—diagnosing performance gaps, coaching both underperformers and top performers, and driving accountability with empathy. • Experience integrating channel, reseller, and ecosystem partners into active direct sales cycles. • Preferred domain knowledge: • Commercial B2B SaaS sales segment (100–1,000 employees) and understanding of IT, DevOps, and Security buyer personas. • Identity and Access Management (IAM), cloud directory services, or cybersecurity infrastructure software. • Experience managing sales motions or expanding territories in Latin America (LATAM) is a plus. • Tools or systems knowledge: • Salesforce (SFDC) for opportunity management, pipeline analytics, and executive ARR forecasting. • Gong (or equivalent conversation intelligence platforms) for structured call analysis, scorecards, and deal coaching. • Outreach, LinkedIn Sales Navigator, or modern sales engagement tech stacks. • Hands-on daily utilization of AI tools for prospecting, content personalization, and workflow acceleration. • Empathetic yet accountable leadership style capable of steering high-performing teams through organizational change. • Analytical mindset with the ability to interpret sales metrics, diagnose pipeline trends, and implement decisive execution plans. • Exceptional cross-functional communication and stakeholder management across all leadership levels. • High-conviction, curious, and resilient attitude suited for high-growth environments.
Responsibilities
• Supporting activities to achieve objectives (order logically): • Evaluate current territory distribution, pipeline coverage ratios, and historical conversion metrics across the commercial direct sales segment. • Develop, test, and roll out standardized outbound sales plays, messaging sequences, and multi-touch cadences utilizing Outreach and LinkedIn Sales Navigator. • Integrate daily AI tools into standard rep workflows to streamline target account research, craft personalized outreach, and surface deal risk early. • Implement weekly structured 1:1 coaching and deal review sessions utilizing Gong call recordings and MEDDPICC frameworks to upskill reps and remove pipeline blockers. • Manage and deliver precise weekly, monthly, and quarterly ARR forecasts in Salesforce, maintaining continuous alignment with executive sales leadership. • Partner cross-functionally with Channel/Alliances, Sales Enablement, and Product Marketing to align territory co-selling, campaign execution, and competitive positioning. • Mentor, retain, and recruit high-performing sales talent, maintaining high team morale, accountability, and professional growth during structural and organizational shifts.
Benefits
• In the US, JumpCloud® provides a comprehensive benefits package, with several medical plans to choose from including a high deductible HSA plan with employer contribution, two dental plans, vision insurance, flexible spending account (FSA), employee assistance program (EAP), short- and long-term disability, life insurance and a 401k savings plan with match. We have a flexible paid time off policy. • Where you’ll be working/Location: • JumpCloud® is committed to being Remote First, meaning that you are able to work remotely within the country noted in the Job Description. • All roles posted in United States locations do require that you be located within one of the 50 U.S. States. Our Headquarters is in the Denver/Boulder, CO area but as a remote company, you are able to work remotely anywhere in the U.S. If you would like to spend time in our offices in the Denver/Boulder area, you are welcome to do that as well. • JumpCloud® has teams in 15+ countries around the world and conducts our internal business in English. The interview and any additional screening process will take place primarily in English. To be considered for a role at JumpCloud®, you will be required to speak and write in English fluently. Any additional language requirements will be included in the details of the job description. • If you thrive working in a fast, SaaS-based environment and you are passionate about solving challenging technical problems, we look forward to hearing from you! JumpCloud® is an incredible place to share and grow your expertise! You’ll work with amazing talent across each department who are passionate about our mission. We’re out of the box thinkers, so your unique ideas and approaches for conceiving a product and/or feature will be welcome. You’ll have a voice in the organization as you work with a seasoned executive team, a supportive board and in a proven market that our customers are excited about. • One of JumpCloud®'s three core values is to “Build Connections.” To us that means creating " human connection with each other regardless of our backgrounds, orientations, geographies, religions, languages, gender, race, etc. We care deeply about the people that we work with and want to see everyone succeed." - Rajat Bhargava, CEO • Please submit your résumé and brief explanation about yourself and why you would be a good fit for JumpCloud®. Please note JumpCloud® is not accepting third party resumes at this time.
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